The lighting market is no stranger to change, but what’s about to happen next in a market space that can easily account for more than 20% of the typical electrical distributor’s annual sales is truly mind-boggling.
Rep sales forces will need to be restructured and re-trained to target specific types of customers and to provide more technical product information. We think reps’ sales organizations will undergo significant restructuring within the next five years. The rep of the future will need to add technical resources that align with the products and markets upon which the rep agency plans to grow....More
The lighting market is no stranger to change, but what’s about to happen next in a market space that can easily account for more than 20% of the typical electrical distributor’s annual sales is truly mind-boggling....More
The future is coming on fast in the world of electric power. We’ve talked over the past two years in these pages about the potential disruption to come from distributed energy resources (DER) or distributed generation. Over that time, some of the what-ifs have become real world transitions and new what-ifs have become a little more compelling. Recent news reports and research publications give some hints of what a future rich in distributed generation options might look like....More
The changing business world will offer transformative opportunities to the companies that adapt, but will lock out others that don’t keep up and elect to continue business as usual. Here are our picks for the trends that will impact your business most in the future....More
Results from a NEMRA/Farmington Consulting Group survey of independent manufacturers reps, electrical manufacturers, electrical distributors, electrical contractors and other buying influences on what they think about the rep’s role today and in the future....More
At EDGReps (EDG), Mesa, Ariz., Nicole Bagozzi, company president, and her team use this approach to compete against larger reps and build their business throughout the Phoenix metropolitan area, the rest of Arizona and southern Nevada....More
Private companies aren’t obligated to have outside directors. Inside directors are insulated and the boards of private companies are often packed with yes-men who rubber-stamp decisions. Outside directors can provide much-needed objective advice from a healthy distance....More
There’s no question eCommerce has changed the distribution landscape.
· It’s changed how you find, engage, and retain customers
· It’s changed your relationship with customers and the skills your people need to serve them
· It’s become a necessary business tool...More
In recent years, distributors have seen their markets drastically change with new competitors and new product categories appearing almost daily, and customers wanting to change the way they buy products and services. And when markets change, distributors must change....More